The right referral is something all agencies love, and yet as a channel it doesn't get the respect it deserves.
There's a myth that it can't be scaled and instead is entirely dependent on luck or chance, often looked down upon - seen as something only small agencies rely on.
Growing your agency through referrals is something that should be celebrated - it's a sign you're not only great at what you do, but are great people too.
And in today's world where trust is at a premium and people's inboxes are overwhelmed, no other channel is going to deliver you the quality of leads that a referral will. They convert quicker & more often, they spend more & stay longer, and there’s a good chance they'll be great to work with.
But typically the majority of referrals come through one or two key individuals' networks and so getting twitchy about that is understandable.
The answer?
Building a culture of referrals in the agency where everyone customer facing feels confident and empowered to share the load of lead generation, and where targeted introductions are proactively sought.
Done the right way referrals is NOT a sales activity, its customer success. Nothing more than helping the people who want to help you to do so.
Consistently and scaleably.
Moving client & network referrals from something founder led to brand led isn’t as difficult as it sounds and in this session Dave will cover:
Getting over ‘the ick’ of asking and understanding why people refer
When the perfect time to ask is
The 5 asks that make it super easy for people to help you
The words to use to sound more human in your referral requests
Who it’s for
This session will be valuable for agency founders, client services directors, heads of growth, and any other role where scaling the most powerful source of new business would have a positive impact on their role!
And of course for any agency founders who are still leading referrals themselves.
Masterclass host
Dave’s a Nearbound specialist who’s developed hundreds of partnerships and given or received thousands of referrals. Growing his membership organisation to 2000 members almost entirely through referrals and strategic partnerships, before his marketplace agency provided access to the SME market for global brands such as Regus & Volvo, with a reach of nearly 1 million businesses.
In 2020 he set up Collaboration Junkie - helping agencies identify, nurture and scale referral & partnership opportunities through coaching, training & consultancy.
Since then his DANCE frameworks for referrals & partnerships has helped hundreds of agencies win more ideal clients, and enjoy the process of doing so.